Q1 This method is specifically used for increasing the short term sale of the goods.

  1. Advertising
  2. Sales Promotion
  3. Publicity
  4. Public Relations

Q2 Electronic shopping, TV shopping is related with:

  1. Advertising
  2. Personal Selling
  3. Direct Marketing
  4. None of these

Q3 The purpose of this type of advertising is to create repeat purchases.

  1. Reminder
  2. Reinforcement
  3. Persuasive
  4. Informative

Q4 Gross Rating Points can be measured by:

  1. R+ F

b  R- F

  1. R/F
  2. R * F

Q5 This technique focus on advertising of non-competitive brand with the other brand.

  1. Cross-promotions
  2. Tie-in promotions
  3. Premiums
  4. None of these

Q6 Labeling, packaging are associated with:

  1. Price mix
  2. Product mix
  3. Place mix
  4. Promotion mix

Q7 Entry of laggards is in which stage of PLC

  1. First
  2. Second
  3. Third
  4. Fourth

Q8  Which type of good Jewellery is:

  1. Convenience
  2. Shopping
  3. Specialty
  4. Unsought

Q9 It is  a method in which various products are combined at the same price.

  1. Promotional pricing
  2. Product-bundle pricing
  3. Captive product pricing
  4. Optional product pricing

Q10 Differentiation in pricing for various geographical customer

  1. Price skimming
  2. Psychological pricing
  3. Pricing variations
  4. Geographical pricing

Part B:

  1. Important role played by 4ps in competitive environment. Discuss.
  2. Discuss the steps in new product development.
  3. Explain how marketing mix should be changed during various stages of the PLC
  4. Explain various methods of deterring prices.
  5. Define sales promotion. Explain the methods of sales promotion with examples.
  6. Write short notes
  7. Barding
  8. New trend in packaging
  9. Internal Marketing
  10. Online marketing

 

Part C: Case study

  • As a management student do you think role of marketing research Agencies proceeds and succeeds the production function in any FMCG and FMCS industry? Discuss with illustration.

 

  • The ITC wants to market its cigarettes in Saudi Arabia and south Africa. However, the marketing manager wants to make a marketing research to find the possibility of various modes of entry into these two countries.

 

You are required to design a marketing research plan to help the marketing manager in this situation.

 

 

  • Ken Turner has recently retired from his travel agency business which he founded 25 years ago. The company has grown from being a one-man business to an enterprise employing 75 people. Some of these staff deal directly with business organisations and the public, arranging business and holiday travel. Other staff work in the back offices dealing with the massive amount of clerical work associated with these arrangements. Ken has personally recruited and selected all the staff and often made ad hoc decisions on any increases in their pay. Until recently labour turnover has been low.

A recent downturn in the company’s business and profits caused Ken to consider the future. He had felt for some time that he should hand control over to someone with fresh ideas and a more modern approach to managing an organisation. He couldn’t understand all the ‘new fangled’ ideas about empowerment, lean organisations and information technology and he thought that new procedures such as performance appraisal and performance-related pay were a poor substitute for the kind of hands-on informal approach he had used when managing staff. He could no longer have the kind of close informal working relationship he had enjoyed with his employees when the company was small. Consequently he has handed the whole company over to his niece Lisa who has a business management degree and some years of managerial experience in a large textile company. Within the first few days of taking control Lisa is facing her first ‘people problem’ that can be taken as typical of many other problems that she will face.

One of the clerical section supervisors has reported that the performance of Amy Brown one of his senior clerks has been causing some concern and was affecting the efficiency and morale in the section. This had being going on for some time but whenever Mr Turner had been approached about the problem he had failed to take any action.

Amy had been recruited as a junior clerk 6 years previously after Mr Turner had been approached by an old golfing friend to find a job for his daughter. Amy did not measure up to the standard the company required of its employees but in view of the fact that she was the daughter of one of his friends Ken Turner had offered her a job as a junior clerk. Like all the other employees she had been put onto clerical work from the first day of her employment. Over the years her work performance had been marginal and occasionally below average. There also appeared to have been some bad feeling between Amy and her colleagues which had resulted in a warning from her supervisor about her inter-personal relationships and her commitment to the organisation. However none of this data appeared on her personal file.

For her part Amy had felt increasingly dissatisfied with her clerical job. On several occasions she had complained to her supervisor that there was no career progression for her in the company and she was being denied the opportunity to develop her potential. Until now the usual career pathway had been from junior clerk to senior clerk and some months ago when Mr Turner had announced his retirement Amy had been promoted to senior clerk responsible for the work of four junior clerks. However it appeared that this may have been a promotion too far. Amy seemed to lack the skills necessary for dealing with staff. She did not understand that their need for affiliation and achievement played an important part in their job satisfaction. She allocated work then did not provide any support or guidance if staff had any queries. The quality of the work from this section had deteriorated and mistakes were beginning to occur more frequently and staff turnover was on the increase. It could only be a matter of time before this affected customer relations.

Based on material from the case, outline and comment on the organisational behaviour issues which Lisa will have to deal with on taking over control of the company.

  1. Que 1: Discuss each of the sources of stress at work identified by Dailey. Examine how these sources might be included in a stress model.
  2. Que 2: Describe briefly the four methods of reinforcement in the Behaviour Modification theory of motivation. If you were asked whether or not to recommend introducing a Behaviour Modification programme into your organisation, what would you recommend and what arguments would you use to support your view?

4) You and John are very good friends, one day you called up John and asked him if he would like to go for shopping. John confirmed that he would meet at the grand Mall at 1 PM on the coming Wednesday. You reached the designated and waited for John. For over an hour constantly tried to reach him on his cell phone that remained unreachable. Frustrated and angry you shocked for a while before getting back home.

  1. a) Analyse and discuss the above situation.
  2. b) According to you would react in given situation.

 

5).        Your boss calls you into her office. She is polite and asks you to be seated. She seems calm and does not have any angry look on her face. However, she says, “It seems like you consistently make lousy schedules; you are unfair and unrealistic in the kinds of assignment you give certain people. your subordinate seems to be very intimidated but they are not complaining, so I thought I should let you know that this isn’t right and  it got to change.”

  1. a) Analyse and discuss the above situation.
  2. b) According to you would react in given situation

 

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Q1 This method is specifically used for increasing the short term sale of the goods.

  1. Advertising
  2. Sales Promotion
  3. Publicity
  4. Public Relations

Q2 Electronic shopping, TV shopping is related with:

  1. Advertising
  2. Personal Selling
  3. Direct Marketing
  4. None of these

Q3 The purpose of this type of advertising is to create repeat purchases.

  1. Reminder
  2. Reinforcement
  3. Persuasive
  4. Informative

Q4 Gross Rating Points can be measured by:

  1. R+ F

b  R- F

  1. R/F
  2. R * F

Q5 This technique focus on advertising of non-competitive brand with the other brand.

  1. Cross-promotions
  2. Tie-in promotions
  3. Premiums
  4. None of these

Q6 Labeling, packaging are associated with:

  1. Price mix
  2. Product mix
  3. Place mix
  4. Promotion mix

Q7 Entry of laggards is in which stage of PLC

  1. First
  2. Second
  3. Third
  4. Fourth

Q8  Which type of good Jewellery is:

  1. Convenience
  2. Shopping
  3. Specialty
  4. Unsought

Q9 It is  a method in which various products are combined at the same price.

  1. Promotional pricing
  2. Product-bundle pricing
  3. Captive product pricing
  4. Optional product pricing

Q10 Differentiation in pricing for various geographical customer

  1. Price skimming
  2. Psychological pricing
  3. Pricing variations
  4. Geographical pricing

Part B:

  1. Important role played by 4ps in competitive environment. Discuss.
  2. Discuss the steps in new product development.
  3. Explain how marketing mix should be changed during various stages of the PLC
  4. Explain various methods of deterring prices.
  5. Define sales promotion. Explain the methods of sales promotion with examples.
  6. Write short notes
  7. Barding
  8. New trend in packaging
  9. Internal Marketing
  10. Online marketing

 

Part C: Case study

  • As a management student do you think role of marketing research Agencies proceeds and succeeds the production function in any FMCG and FMCS industry? Discuss with illustration.

 

  • The ITC wants to market its cigarettes in Saudi Arabia and south Africa. However, the marketing manager wants to make a marketing research to find the possibility of various modes of entry into these two countries.

 

You are required to design a marketing research plan to help the marketing manager in this situation.

 

 

  • Ken Turner has recently retired from his travel agency business which he founded 25 years ago. The company has grown from being a one-man business to an enterprise employing 75 people. Some of these staff deal directly with business organisations and the public, arranging business and holiday travel. Other staff work in the back offices dealing with the massive amount of clerical work associated with these arrangements. Ken has personally recruited and selected all the staff and often made ad hoc decisions on any increases in their pay. Until recently labour turnover has been low.

A recent downturn in the company’s business and profits caused Ken to consider the future. He had felt for some time that he should hand control over to someone with fresh ideas and a more modern approach to managing an organisation. He couldn’t understand all the ‘new fangled’ ideas about empowerment, lean organisations and information technology and he thought that new procedures such as performance appraisal and performance-related pay were a poor substitute for the kind of hands-on informal approach he had used when managing staff. He could no longer have the kind of close informal working relationship he had enjoyed with his employees when the company was small. Consequently he has handed the whole company over to his niece Lisa who has a business management degree and some years of managerial experience in a large textile company. Within the first few days of taking control Lisa is facing her first ‘people problem’ that can be taken as typical of many other problems that she will face.

One of the clerical section supervisors has reported that the performance of Amy Brown one of his senior clerks has been causing some concern and was affecting the efficiency and morale in the section. This had being going on for some time but whenever Mr Turner had been approached about the problem he had failed to take any action.

Amy had been recruited as a junior clerk 6 years previously after Mr Turner had been approached by an old golfing friend to find a job for his daughter. Amy did not measure up to the standard the company required of its employees but in view of the fact that she was the daughter of one of his friends Ken Turner had offered her a job as a junior clerk. Like all the other employees she had been put onto clerical work from the first day of her employment. Over the years her work performance had been marginal and occasionally below average. There also appeared to have been some bad feeling between Amy and her colleagues which had resulted in a warning from her supervisor about her inter-personal relationships and her commitment to the organisation. However none of this data appeared on her personal file.

For her part Amy had felt increasingly dissatisfied with her clerical job. On several occasions she had complained to her supervisor that there was no career progression for her in the company and she was being denied the opportunity to develop her potential. Until now the usual career pathway had been from junior clerk to senior clerk and some months ago when Mr Turner had announced his retirement Amy had been promoted to senior clerk responsible for the work of four junior clerks. However it appeared that this may have been a promotion too far. Amy seemed to lack the skills necessary for dealing with staff. She did not understand that their need for affiliation and achievement played an important part in their job satisfaction. She allocated work then did not provide any support or guidance if staff had any queries. The quality of the work from this section had deteriorated and mistakes were beginning to occur more frequently and staff turnover was on the increase. It could only be a matter of time before this affected customer relations.

Based on material from the case, outline and comment on the organisational behaviour issues which Lisa will have to deal with on taking over control of the company.

  1. Que 1: Discuss each of the sources of stress at work identified by Dailey. Examine how these sources might be included in a stress model.
  2. Que 2: Describe briefly the four methods of reinforcement in the Behaviour Modification theory of motivation. If you were asked whether or not to recommend introducing a Behaviour Modification programme into your organisation, what would you recommend and what arguments would you use to support your view?

4) You and John are very good friends, one day you called up John and asked him if he would like to go for shopping. John confirmed that he would meet at the grand Mall at 1 PM on the coming Wednesday. You reached the designated and waited for John. For over an hour constantly tried to reach him on his cell phone that remained unreachable. Frustrated and angry you shocked for a while before getting back home.

  1. a) Analyse and discuss the above situation.
  2. b) According to you would react in given situation.

 

5).        Your boss calls you into her office. She is polite and asks you to be seated. She seems calm and does not have any angry look on her face. However, she says, “It seems like you consistently make lousy schedules; you are unfair and unrealistic in the kinds of assignment you give certain people. your subordinate seems to be very intimidated but they are not complaining, so I thought I should let you know that this isn’t right and  it got to change.”

  1. a) Analyse and discuss the above situation.
  2. b) According to you would react in given situation

 

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Your email address will not be published. Required fields are marked *